Brad Hummel

Senior Director, Field Force Effectiveness: Sales Training, Analytics, and
Entera Health, Inc.

Brad has 15 years of experience in the healthcare industry. He has served in various sales, marketing, training, and management roles to support pharmaceuticals, biologics, medical devices, and pharmacy services. Currently, Brad is the Senior Director of Field Force Effectiveness at Entera Health (Cary, NC). In this role, he oversees all functions of the Sales Training, Sales Analytics, and Sales Operations Departments. Additionally, Brad works alongside the SVP of Sales in a field capacity to monitor consistency, identify learning gaps, uncover barriers to success, and ensure implementation of all sales and marketing initiatives.

Check out the incredible speaker line-up to see who will be joining Brad.

Download The Latest Agenda

Translating Marketing Insights into Sales Activities For Pharma Manufacturers Only

Sunday, December 4th, 2016

09:40 Workshop: Innovative Approaches to Leadership Development

Some problems with traditional Leadership Development Programs (LDPs) include favoring tenured or high-performing sales representatives and focusing on subjective assessments of core competencies. There are many real-world examples that support the saying “the best players (sales representatives) are not always the best coaches (managers)?” Aside from entry bias, most LDPs fail to develop “true” leaders or eliminate “would-be” leaders because they focus on participation in “canned” workshops or completion of on-line courses. According to research on adult learning principles, this is not an optimal approach in terms or retention rates or skill development. The consequences of having a traditional LDP can be severe and may impact everything from employee morale to the company’s bottom-line. In contrast, innovative LDPs are effective, efficient, and establish “true” leaders because they focus on objective assignments that align with business philosophy.

Participants will gain a better understanding of:
• The REAL reasons to have an LDP
• Traditional LDPs and why they FAIL
• Innovative LDPs and why they WORK
• How to incorporate innovative approaches to an existing LDP